Engaging with Microsoft Corporate Accounts

Format• 10 minute overview

– Corporate Accounts Priorities– Partnering Blueprint

• 30 minute Round Table Workshop– How do we remove some of the barriers to achieving our

partnering blueprint?– How can we improve? How do we compare with our competitors?– Feel free to use the time to ask questions about our respective

businesses;– MS Management to capture actions.

Winning in Corporate Accounts in FY10

Compete to WinAccount Discovery & Orchestration

Building Customer Relationships

Account Manager Commitments GROW• Exceed or Achieve 100% FY10 Quota;• Maintain 170% pipeline coverage on a

quarterly basis. • 100% Annuity Recapture• ECAL Billed Revenue YOY growth• XX % CRM attach to new EA• XX New Platform EA• Attainment of SMS&P SQL Server Billed

Revenue budget

DRIVE SATISFACTION• Corporate Accounts Customer Satisfaction Index• 100% completion of customer satisfaction

discussions;• 100% of accounts have been transitioned per Red

Carpet checklist;• Desktop Deployment – Windows Vista/7 – SMS&P

Corporate Accounts;• Desktop Deployment – Office 2007/2010 – SMS&P

Corporate Accounts;• XX Premier support agreements (new or renewed)

WIN• XX BPOS Customers Adds – SMS&P• XX WS Committed License Growth – SMS&P• XX Open Office Win Back - SMSP Corporate

Accounts

Partnering Blueprint

Joint Accountability• Partner Business Plans

with Quarterly Business Reviews

• Partner Solution Plans with revenue objectives

by solution and at a customer level

Communication• Pipeline Transparency

• Deal Orchestration• Joint Account Planning

• Moving Open Sales to EA

IO and Deployment• IO Assessment partners

that can help us improve our customer insight

• Set specific solution objectives designed to

drive deployment

Networking Roundtables• Public Sector Tables (National)• Northern Commercial (NSW, QLD, NT, ACT)• Southern Commercial (VIC, SA, WA, TAS)• Ask questions or provide feedback in a sequential order.

This way everyone can participate equally.

THANK YOU